Why Business Teams Fail & How to Avoid It : Strong Leadership Skills For Employee Engagement & High Performance

Episode 85 - The Art of Digging Deep

The Art of Digging Deep

What do you think about when I mention the word “selling”? Do you immediately envision a used car salesman, or a pushy phone caller? Or do you think of someone professionally helping you solve your most difficult problem?

How you think about selling and your beliefs about sales have a big impact on whether or not you will be good at the art of selling.

And one thing is certain – you can’t be very helpful in solving someone’s biggest problem is you haven’t asked enough questions to know what their REAL problem is!

Here’s Your Net Worth Tip of the Day

To be great at “selling” you need to master the art of “Digging Deep”.

Most sales people are too quick to dive into their sales pitch without ever really understanding the problem or issue their prospect needs to solve. And how can you know what their problem or issue is without ASKING QUESTIONS?

If you want to see “digging deep” in action, watch the newly released movie “MINE”. It’s a story about a US soldier stuck with one foot on a land mine for over 50 hours. But during his ordeal, a local Bedouin approaches him and in one scene asks him the same question 5 or 6 times – “WHY…”

The next time you have an initial meeting with a prospective customer, act like the Bedouin in the movie MINE – ask the same question at least 4 or 5 times – “WHY…”

Don’t move on to your “pitch” until your prospect has uncovered at least 4 or 5 layers of reasons “why”. At that point, you may know their REAL issue or problem – only then you will be in a position to help them with your product or service.

If you don’t have 4 or 5 “why” questions ready to ask, you’re not ready to master the art of selling!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 84 - The Most Powerful Question

The Most Powerful Question

Often times we find ourselves in situations where we just don’t know what we should do. It may appear that there are a few options we could take – some perhaps easier than others. But the right choice is difficult to see from where we stand.

I have found that there is one question that we can ask that will clear away any confusion or fog. I consider it to be the most powerful question that we could ever ask. Here it is: What would my successor or replacement do?

This is the question, that when answered honestly, will give you the greatest clarity on your next step, your next action, your next focus. And the best part is that a version of this question works in most every part of your business or your life!

Here’s Your Net Worth Tip of the Day

If you’re a Business Owner and your business is struggling, just ask yourself : If I were to sell my business, what would the NEW BUYER do to turn the business around?

If you’re an employee but just not making the kind of career progress you’d like, ask yourself: If I were to quit or be fired, what would MY REPLACEMENT do to be successful?

If you’re in a relationship that isn’t going well, ask yourself: If I were to leave, what would HER NEXT LOVE do to make the relationship great?

Take some time to think about what you are most frustrated with – in your business, in your career or in your life, and then ask yourself this ONE POWERFUL question.

If you have an advisor, partner or personal friend, ask the question of them! They will often see clearly what you cannot see at all!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 83 - Knowledge vs. Wisdom

Knowledge vs. Wisdom

Let me ask you: What is the difference between Knowledge and Wisdom? Aren’t they pretty much the same thing? Actually, no – they are VERY different! Here’s the equation I use: Knowledge + Experience = Wisdom

If you need help in any part of your life, wouldn’t you rather get it from someone with Wisdom, not someone who simply has Knowledge? For your bad back, for your tooth ache, for your marriage or for your SEO, your hiring needs, or your tax returns?

We ALL want to work with someone with WISDOM, not someone who just has Knowledge!   So, how do we BECOME someone who has WISDOM, not just Knowledge?

Here’s Your Net Worth Tip of the Day

TAKE ACTION! The only way you can gain Wisdom is through practice, experimentation and hands-on learning. It’s why most people with Wisdom are “Older and Wiser”! But age alone does not gain you Wisdom. Many “experienced” people don’t have Wisdom because they don’t Practice, Experiment and Learn.

TAKE ACTION! Begin putting some of your Knowledge into Action. Stop just “knowing” stuff and start “doing” stuff! Stop just “talking” about how much you know and start “experimenting” with what you know. Stop “gathering facts” and start “demonstrating” your expertise.

My challenge to you is to become a person with WISDOM, not just a person of KNOWLEDGE. Others will respect you and seek you out when you do!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 82 - Slow Down!

Slow Down to Speed Up!

Think about the last time you encountered a roadblock, setback, problem, issue or frustration. It might have been with a customer or with a team member or perhaps even some technology. If you’re like most people I know, you probably jumped right on the issue, wrestled it to the ground and found a solution or fix. It’s a normal reaction for high-performing individuals who consider themselves to be go-getters!

But it’s not always the best approach if you want to produce game-changing results. A “quick fix” might stop the bleeding, but it rarely provides the long-term, best-fit solution.

Here’s Your Net Worth Tip of the Day

Build the discipline to SLOW DOWN in order to SPEED UP! By that I mean take longer to get started so that you can go faster in execution. Rather than diving head-first into solving a big challenge without a plan, it is important to take time to do 3 things:

#1 – Think about your Desired Outcome,

#2 – Decide how to Best Approach the situation, and

#3 – Seek Advice from someone with experience or knowledge that would help.

The next time you run into a difficult situation – in your business or in a significant relationship, or with your children, I want you to apply the “Slow Down to Speed Up” approach.

Don’t react or respond right away. Step away from the keyboard. Put down the phone. Don’t open your mouth. Take time to apply the 3-step process by asking yourself: What is my Desired Outcome? What is the BEST Approach in this situation? Who can I talk to who would have dealt with a similar situation before?

Do this and your business, your life and your relationships will be enriched!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 81 - Your Bottleneck

The Bottleneck is ALWAYS at the Top!

Have you ever seen a bottle where the bottleneck is anywhere but the top? Probably not! That’s because the most restricted part of any bottle is the bottleneck. And the SAME is true in business! The limit on any business is ALWAYS at the TOP of the business – you, the business owner!

So if you want your business to grow bigger, you’ve got to first grow yourself. If you want your business to be better, you’ve got to be better yourself.

Here’s Your Net Worth Tip of the Day

I’ve got a Success Self-Assessment that measures where you are on 16 characteristics that define GREATNESS as a business leader. It covers areas such as self-confidence, positivity, buoyancy, inspiring others, thirst for knowledge, demanding high standards, setting aggressive goals, developing your team, leading by example, accountability, out-hustling the average, having a clear dream and making a difference in the world.

My question for you is – if you were to rate yourself on a scale of 1-10 in each of these areas, would you be a 10 (the best there is) or closer to a 1 (you suck at this)?

If you’re serious about taking your business to the next level, then you need to be passionate about taking YOURSELF to the next level FIRST! You’ve got to be ON-FIRE when it comes to the attributes that are behind the ultimate success formula:

BE x DO = HAVE

You’ve got to BE the kind of person people are inspired by. You’ve got to DO the things that successful leaders do. And you’ve got to HAVE a clear idea of your future and the significance you want to make in this world.

Without being at your best in each of these areas, you’ll never achieve the success you desire and deserve!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 80 - Geometry for Business

Geometry for Business

I recently heard a church sermon on “The Good Life” that made me think. And the more I thought about it, the more I realized that the same principles apply to being successful in business. It was all about geometry – specifically 3 shapes that were important to “master” if you want to be successful and enjoy “The Good Life”.

The 3 shapes are quite simple – a point, a line and a circle. And the application of these 3 geometric shapes in your life and your business may just be the key to success you’ve been searching for!

Here’s Your Net Worth Tip of the Day

The point represents you as a business owner taking time to be alone, to think, to study, to dream and to plan. You MUST dedicate time on a regular basis for these important activities if you intend to be successful.

The line represents the time you spend listening to and learning from experts in your field. This could be at conferences, in seminars, or in workshops where you change your surroundings and learn from those who share wisdom and learnings. You MUST make this a regular part of your ongoing personal development.

The circle represents your being a part of a small group of peers who are willing and able to support you, to challenge you and to hold you accountable. In business this is often called a Mastermind Group. It may be uncomfortable to be open and honest with others, but it is critical for each of us to be in a tight-knit circle.

Are you TRULY taking time to be alone to think and plan (point)?   Do you find time to get out of your every day environment to learn from others (line)? And are you invested in a small group where you’re sharing your inner-most feelings and challenges (circle)? Take some time this week to reflect on the geometry of your business.

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 79 - Getting Known

Getting Known

I have a very strong opinion that the #1 issue facing most small business owners today is that not enough people know that their business even exists! That’s right – I think this is a bigger deal that the quality of their product or service, or the price they offer, or the success of their competitors.

For many of us reading this Net Worth Tip of the Month, the single biggest hurdle we must overcome is to become KNOWN by more people! Would you agree?

Here’s Your Net Worth Tip of the Day

Exposure and Awareness are the essence of your Marketing. And if you’re like most small business owners, you rely on only 2 or 3 primary ways to gain more exposure and awareness. And frankly, that’s not enough!

If you want to GET KNOWN, you’ve got to get out of your comfort zone and identify at least 5 or 6 strategies you’re going to use to gain a larger following. And once you decide what strategies you’re going to use, you’ve got to put 100% EFFORT into those strategies on a REGULAR BASIS! Any less and you’ll find yourself trapped right where you are today – with perhaps a GREAT product or service, but in OBSCURITY!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 78 - Surprise

How do you SURPRISE Your Customer?

We all like a good surprise. It’s what makes birthdays, anniversaries and Christmas so much fun. It’s what we do often and with great joy when we are dating.

But soon after we get married, we begin to lose our interest or our passion for great surprises! Why is that? Is it because the “thrill” is gone? Or do we just start taking our spouse for granted?

How about with our customers? Are we guilty of the same thing? Being excited at first, then taking them for granted and being “routine” after a while.

Here’s Your Net Worth Tip of the Day

What if you delivered an unexpected SURPRISE to your customers? What if you truly thought of what might “delight” them and made it happen – without expecting anything in return?

We’re all still young at heart. We all still like the thrill that comes from something good yet unexpected. It is what stories are told about. It’s what legends are made of.

It’s time for you to think deeply about your business and your customers and find a way to build in regular SURPRISES so that your customers know without a doubt that you’re still excited to have them as a customer.

Find a way to create a SURPRISE moment for your customers. Build it into your regular calendar of events. Set it up so that at a certain time or milestone in your time working with them that they get something they are not expecting.

It doesn’t have to be big or expensive, but it does need to be something that they would find valuable, inspirational or motivational. Perhaps link it to your favorite charity or a worthy cause. The possibilities are endless!

But don’t shy away from this one – it’s CRITICALLY important!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 77 - Ideal Customer

Do you REALLY Know Your Ideal Customer?

How would you respond if I asked you to “Define Your Ideal Customer”? Would you tell me the demographics – age, sex, income level, neighborhood, industry, position, etc. Or would you tell me about the thoughts, feelings and emotions they have each day and each night?

Most of us only know our customers at a surface level. We don’t REALLY know our customers – we just know what we can see, only what others can see.

But in order to speak DIRECTLY and INTENTIONALLY to our Ideal Customer, we must truly know them. We must get inside their head!

Here’s Your Net Worth Tip of the Day

Here’s an exercise for you: Put an empty chair in the middle of your room and imagine that your IDEAL CUSTOMER is sitting in that chair. Now get out some paper and a pen and begin writing everything you know about that ONE PERSON sitting in that chair. Not just their demographics, but their thoughts, their feelings, their worries, their fears, their hopes and dreams, their aspirations.

Write down the answer to these kinds of questions: What keeps them up at night? What do they fear most about your industry? What bad experiences have they had before that make them nervous or uncertain? What do they truly want for their life, for their family and for their business team?

Once you have written all this down, now use these EXACT WORDS for your marketing messages, your advertising campaigns and your facebook posts. Focus your messaging on ONLY the things you have written about your ideal customer.

Do this exercise over this next week. Don’t stop writing until you have at least 2-3 pages of notes. Your marketing messages will be far more powerful and impactful if you do this!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!

Episode 76 - Indifference

The Price of INDIFFERENCE

Did you know that 85% of customers leave or switch providers because of “Perceived Indifference”? It’s true! The most common reason that you are losing your current customers is they don’t think you really care if they stay or not.

I recently had an experience that made it VERY CLEAR that this was the case. I had been a customer of this business for nearly 10 years – but when I was presented with a new opportunity, it became very obvious that I was no longer all that important to my old service provider! Are you making the same mistake?

Here is the REAL TRUTH: It is FAR CHEAPER and MUCH EASIER to RETAIN your existing customers than it is to find and convince a new customer to begin using your product or service. So why do you spend more time and money in search of NEW customers – rather than putting that effort into loving on your existing customers?

We are all guilty of it. We love the hunt. We love the challenge. We may even get compensated more to find new customers. So there is a tendency to forget your current customers after a while. We get complacent and lazy with them.

Here’s Your Net Worth Tip of the Day

You need to put MORE effort into making your CURRENT CUSTOMERS feel special than you do the PROSPECTS you are chasing.

Answer these questions: 1) How do my current customers know how much I appreciate them? 2) How am I demonstrating that my current customers are MORE valuable than my prospects? 3) Am I offering anything to my prospects that I am not already giving to my current clients?

The answer to these simple questions may be the difference that makes your current customers feel like they are still important and special to you!

To get more tips on how to improve your leadership skills, your team engagement and your business results, go to my website, www.tourdeprofit.com and you’ll find lots of free stuff there. Now, go get ‘em this week. And remember, whatever you do, RIDE HARD!